Selling Solutions to the Business User

Over the last period of time, I have been talking to a wide variety of Microsoft Partners throughout the Latin America Region. Partners find themselves at various stages of the journey to the Cloud – some simply starting with moving customers to Office 365 and providing Project Services like migration services. Some Partners are also carving out a place in offering Managed Services to their customers. Regardless of where a Partner finds themselves in the journey, there is one question that we heard repeated over and over again: “How? How do we make money in the Cloud?”

Microsoft has been encouraging partners to add value and create unique solutions to offer customers. However, creating custom solutions is a rather daunting task to most partners. It is usually assumed that there will be a requirement for a lot of time, investment and acquisition of new resources to do this. Thankfully, this is not the case. With Teleios QuikWorx (QuikWorx), partners are able to create and deliver solutions on Office 365 in a matter of hours, with the current resources they have. Think about that. This time tomorrow, your customers could be using a solution on Office 365 that was built by you today. Even if a partner has software development capacity, QuikWorx is able to reduce time to market by over 50% on average. This is a game changer.

However, access to this resource is only half the battle.

But Who is Buying Cloud-Based Solutions?

The secret to success is knowing WHO to sell it to in your customer’s organization. I’ll give you a hint – it’s not primarily IT.

IDC put together an infographic with data from 2013-2015 (link to full infographic available by clicking on the image). In this study, they predict that by 2016, Line-of-Business buyers will be directly involved in 80% of new IT investments. They also found that these same Line-of-Business buyers are 1.4X more likely than IT buyers to seek out partners when buying Cloud Solutions. This means that they need your help!

Traditionally, Partners have well established trust and relationship with members of IT, and this is important. But the demand for solutions is coming from somewhere else: the business users.

Ask your sales team if they know the Chief Marketing Officer, the Human Resources Manager, the Chief Financial Officer. These are the teams that are demanding (and buying!) solutions. These are the people your sales teams need to be talking to.

The Time for Change is Now!

There has never been a better time to transform your business and offer Cloud-based solutions. In fact, at a recent Microsoft West Indies Partner Conference, new stats were released and there are over 10 Million O365 users in Latin America. Even more astounding is that this number is showing a year over year growth rate of over 80%!

With Teleios QuikWorx, Partners can now create and deliver solutions for Office 365, add value to customers, stand out from competitors and earn significant, recurrent revenue.

There is a quote I love from Carol Bard that states, “Though no one can go back and make a brand new start, anyone can start from now and make a brand new ending.”

Heidi Alert heads the QuikWorx Sales for Latin America.

Microsoft Partners need to transform their business if they are to succeed in the Cloud.

“The Cloud” – sometimes this technology term is as nebulous as the real world cloud from which it gets its name, and like the clouds of the real world you can ignore the virtual, Internet based Cloud at your peril. The Cloud is the biggest disrupter of technology business since the public emergence of the Internet in the ‘90s. The reason that the Cloud has disrupted and continues to disrupt so many technology businesses is that Cloud has transformed the way people work, play and buy. If our customers are transforming, then as Microsoft Partners we have to transform our own businesses. 

This whole transformation issue can be seen through the lens of Microsoft itself, which for years struggled to figure out what it was in this era of “Cloud and Mobility”. It’s no coincidence that the Microsoft CEO – Satya Nadella - describes Microsoft today as “Mobile first, Cloud first.” There are two ‘firsts’ because the Cloud and Mobility are tightly intertwined with each other and Satya probably could find no better way to express their combined significance and criticality to Microsoft’s success. 

For the last 4 or 5 years Microsoft Partners have heard Microsoft preach the Cloud. Most of us ignored it initially – because after all – our business was probably doing well from all the on-premises license and implementation project transaction selling many Partners were engaged in.  (Microsoft probably did not really know what it was talking about 4 or 5 years ago anyway).  As a Microsoft Partner, it probably was easy to think that the Microsoft focus on Cloud was going to just come down to another SKU, another new piece of technology that we could sell like we did all the rest. What was the big deal anyway? 

What some of us perhaps did not fully recognize was that the Microsoft struggle with Cloud was not a technology issue but really a business transformation issue. A transformation issue that had to radically change the way they saw their business and as a result the way they ran their business. This demand to transform was not driven by some technology need, it was driven by the changing habits of their customers whose lifestyles and buying habits were changing.  

As a Microsoft Partner we should see Microsoft’s struggle and subsequent transformation as instructive for our own business. The customer that was being changed by Cloud and mobile, and which was forcing Microsoft’s change, is also our customer. It’s therefore clear that for us to successfully engage with today’s customer, we must change. If we peer back into our not too distant past we can see technology companies that failed to fully apprehend the magnitude of the change they were facing. 

Engaging in the transformation that is being driven by Cloud and mobile is not an option, at least not if we want to continue building a successful business – it’s an absolute requirement. 

Kevin Khelawan is a co-founder and Chief Operating Officer of Teleios Systems Ltd - a gold-certified Microsoft Partner, founded in 1997 and based in Trinidad & Tobago. 

Opportunities in a Low Oil Price Economy

In every challenge, there is opportunity.  In the current reality of low oil prices, businesses are being presented with the opportunity to increase the efficiency of their operations, reduce costs and find ways of increasing returns on their investments.  This was the theme of a recent Microsoft event held at the Hilton on February 4, 2015.

Microsoft Trinidad & Tobago organized the event to create a discussion around the realities faced by businesses in a low oil price economy.  Mr. Nirad Tewarie, CEO of AmCham T&T opened the discussion by describing the economic impact of low oil prices on the Trinidad & Tobago economy. 

Throughout the morning, product leaders from Microsoft showcased tools and technology available to businesses that both reduced costs and made better use of already existing technologies.  For instance, Lync is an enterprise-ready and economical choice for video conferencing, while technology like SharePoint can be used for collaboration and document sharing. 

Mr. Ronald Hinds, CEO of Teleios Systems, spoke from the perspective of a Microsoft Partner committed to helping businesses transform by using technology as an enabling platform.  Mr. Hinds talked about the significant technology investments made to acquire core technology platforms, and how business leaders must now focus on gaining the greatest return on those investments.

“Teleios has developed a range of value delivery platforms, which we used to call service delivery platforms. These platforms can quickly and economically be leveraged to deliver services that are designed to improve your efficiency and importantly reduce your costs,” Mr. Hinds stated.   He went on to acknowledge Microsoft, as all Teleios’ value delivery platforms have all been built and developed using Microsoft technologies, and most leverage Microsoft platforms like SharePoint, and Office365 and Azure (Microsoft’s Cloud Platform). 

For example, Teleios has developed an automation tool, QuikWorx, which works in conjunction with Microsoft
technologies such as SharePoint and O365 to help businesses easily create and run workflows across multiple systems.

Mr. Hinds closed by emphasizing that the answers come from a focus on finding solutions not just buying software or technology.  The Teleios approach is one of partnering with clients to discover value and efficiencies beyond simply delivering technology. Teleios is a leader in utilizing Cloud, Mobile and SharePoint to radically transform businesses throughout the region.


Teleios Systems wins Microsoft Partner of the Year YouthSpark Citizenship Award 2014

PORT OF SPAIN, TRINIDAD — May 29, 2014 — Kevin Khelawan, Chief Operating Officer for Teleios Systems, today announced the company has won the Microsoft 2014 YouthSpark Citizenship Award for its Teleios Code Jam program. The company was honored among a global field of top Microsoft Corp. partners for demonstrating excellence in innovation and implementation of customer solutions based on Microsoft technology.

"Recognition for our Teleios Code Jam (TCJ) program is particularly special for us since that program represents the heart of Teleios. It is a great honor to be recognized and awarded by Microsoft for this. We plan to continue to build Teleios Code Jam and impact as many students and young people in Trinidad & Tobago and  across the Caribbean as possible" Kevin commented.



Awards were presented in multiple categories, with winners chosen from a set of more than 2,800 entrants from 117 different countries worldwide. 

“Microsoft’s success as a company depends on great partners, and Teleios Systems is a shining example of the kind of innovation our partner ecosystem drives year after year,” said Phil Sorgen, corporate vice president, Worldwide Partner Group, Microsoft Corp. “We are honored to recognize Teleios as this year’s winner of the 2014 Microsoft YouthSpark Citizenship award, and we applaud Teleios’ dedication to providing innovative solutions that drive results for our mutual customers.”

The Microsoft Partner of the Year Awards recognize Microsoft partners that have developed and delivered exceptional Microsoft-based solutions during the past year.

Teleios Systems, founded in 1997 develops and markets wireless and internet solutions for a wide range of customers including governments, corporations and wireless operators. Teleios provides services that help its clients to quickly and effectively deploy business solutions that leverage the power of the internet and mobile communications technologies. Over the last ten (10) years Teleios has developed expertise in the areas of scalable, distributed systems and today has systems that run 24/7/365 with over 99% uptime. Teleios serves a wide range of customers including the government of Trinidad and Tobago as well enterprises and wireless operators in the Caribbean.

For additional information:

Paula Simon, Corporate Communications, Teleios Systems, (868) 622-0940 ext. 1604,

Product or service names mentioned herein may be the trademarks of their respective owners.

Teleios Systems Awarded 2010 Microsoft Country Partner Of The Year For Trinidad And Tobago

Today, Teleios Systems proudly announced it has won the 2010 Microsoft Country Partner of the Year Award for Trinidad and Tobago. The company was chosen out of an international field of top Microsoft partners as delivering market-leading customer solutions built on Microsoft technology.

Teleios was awarded the prestigious Microsoft Partner of the Year award for its MessageCentral mobile messaging service delivery platform. MessageCentral, which was built using Microsoft development tools and leveraging core Microsoft technologies, had previously completed the Microsoft Platform Test for ISV Solutions successfully. As a result Teleios was the first and is still the only local company to be certified as a Microsoft Independent Software Vendor or ISV.

Teleios Chief Operating Officer, Kevin Khelawan was pleased to continue the company’s pioneering tradition by now being the first in Trinidad & Tobago to receive the Microsoft Partner of the Year Award. He said “As a local company engaged in technology creation and innovation, it is great to be recognized by a world technology leader like Microsoft for the work we have done. Teleios has always maintained that Trinidad & Tobago has the capability to be innovators of world class technology solutions”.

Teleios MessageCentral is designed to allow Mobile Network Operators to increase Subscriber Engagement and reduce churn by facilitating a multiplicity of value added messaging services.

Rhonda Allicock Product Manager at bmobile said "Teleios and MessageCentral opened the door for us to provide a wide range of value added SMS services and as a result we have seen an increase in mobile service revenues during the last 3-4 years."

Awards will be presented in a number of categories, with winners chosen from a pool of almost 3,000 entrants worldwide. Teleios Systems was recognized for superior technology, innovation, and subsidiary engagement for the Microsoft Country Partner of the Year Award. The Microsoft Country Partner of the Year Award recognizes partners at the country level that have demonstrated business excellence in delivering Microsoft solutions to mutual customers over the past year. This award recognizes Teleios Systems for demonstrating effective engagement with their local Microsoft office in driving customer satisfaction, innovation, winning new customers, and business impact.

“We are pleased to recognize Teleios Systems of Trinidad and Tobago as Microsoft’s Country Partner of the Year,” said Allison Watson, Corporate Vice President, Worldwide Partner Group, Microsoft Corp. “Teleios Systems has demonstrated the highest level of excellence and innovation, by combining local market expertise with superior solutions and services that fulfill our customers’ needs.” The Microsoft Partner Awards recognize Microsoft partners that have developed and delivered exceptional Microsoft-based solutions over the last year.

Teleios CEO Ronald Hinds considers the selection of Teleios as 2010 Microsoft Country Partner of the Year Award for Trinidad and Tobago as recognition of the hard work and creativity of Teleios teams over a long period of time. He expressed hope that this award “Not only serves to further encourage our team members to continue to strive for excellence but also encourage others in the local software development community as well.”

Teleios Systems, founded in 1997, is a Trinidad based technology services company, which develops and markets mobile and internet solutions for a wide range of customers including mobile network operators in the Caribbean, large corporations and the Government of Trinidad and Tobago. Teleios provides services that help its clients to quickly and effectively deploy business solutions that leverage the power of the internet and mobile communications technologies.

June 23, 2010